1. Start with your goals:
Your goals aren't just some arbitrary target that you want to hit - they're the blueprints to achieving your dreams. So, when you start to build ...
Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to ...
News Flash! We are in an economic downturn. Okay, that is old news, but what is your sales organization doing about it? We all want to minimize the negative impact, but what ...
"I heard you did a great job connecting with the audience and got all choked up with your acceptance speech for the Canadian Speaking Hall of Fame," said my friend ...
100% of the prospects she asked said yes. Even the people that started by saying no, said yes. She's my nine-year-old daughter. Her name is Alex and the most amazing sales person ...
You flinch . . . you lose.
Imagine skiing at over 130 mph on skis and you catch an edge. One instinctive flinch to catch your balance and you lose any chance at winning the ...
The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term “spot,” it means to watch and assist the ...
In the 70’s and 80’s, there was a great television show called “Quincy.” This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an ...
Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people ...
This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it ...
You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The ...
Can’t sell in January. Between the terrible weather and everyone coming back from vacation, how can you expect someone to focus on buying now? I’ll pound the pavement next ...
Phil walks into his favorite retailer to apply for a job. He sits down at the kiosk and begins to fill out the employment application. He fumbles through the online form and ...
After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of ...
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many err and “promote” their ...
Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded ...
Ok. This is false advertising. There is no secret to “overcoming” the price objection. The truth is that the price objection cannot be overcome. That is because it isn’t intended ...
Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 ...
So, it’s been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect ...
I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that ...
